Script International 2010

Manufacturers

Distributors

Dealers

Rental Stores

OEM

Dealer / Distributor

Rental Store

End User

Product Support

Investment

Capital

Global Competitors

Finance

Programs

Channel

Strategy

WANTED - Business partners to share financial risks

Attracting investment capital to the dealer network

Sustainable distribution channels

Move product support closer to the customer

Market pricing – especially with new global competitors

Deliver brand value – attract dealers / customers

Maintain / increase market share

Profitable dealers

Corporate Profits

Market Share

Customer Satisfaction

Product Support

Retail Financing

Wholesale Financing

Shareholder

Value

Warranty

Product

Quality

Brand

Dealer

Profitability

Channel work is needed by everyone …

OEM’s and their dealer network

▪ Global strategy needed – new markets identified

▪ Rental a critical success factor to market development, dealer ROE

▪ Recession has depleted human resources – no margin – outsource

▪ Strengthen dealers (financially) - improve overall returns

▪ Better customer care – Implement support initiatives

▪ Review technology opportunities – leverage when possible

▪ Educate dealers to process improvement

Channel work is needed by everyone …

Dealers / Distributors and Rental Companies

▪ Economic recession has depleted human resources

▪ Training departments – vacated

▪ No capacity for project implementation - outsourcing best option

▪ Operational processes need review / refinement

▪ Less people requires improved efficiencies

▪ Map current processes – re-engineer processes

▪ Review technology options to gain leverage

▪ Re-define operational measurements and monitoring methods

Services include:

Channel Development strategies

Market feasibility studies

Dealer development training

Project Implementation teams

Operations manuals – capturing best practices

Business plans / profiles for new dealers

Resource for temporary / permanent industry talent

Services include

Employee training

Process improvement

Operational reviews

Operations manuals

Integrating a successful rental program

Rental operations development

Mystery shoppers

Rental Cycle

Repair Ready Delivery

$$

RENT

$$

STUCK

1 Day

STUCK

2 Days

STUCK

1.5 Days

STUCK

.5 Days

GOAL

5 Days

TWICE PER MONTH

Counter Sales Counter EveryoneShop

Ready

For

Pick-up

Services include:

Operational reviews

Sales and marketing training

Systems / software review

Customized operations manuals

Identify and coach competitive edges

Staff development - Employee training / various topics

Rental management assistance / improve asset management

Services include:

Strategies for membership retention, association services

Consultancy for members - management and operations

Industry speakers / annual meetings / regional conferences

Educational articles for trade publications

Development of educational and training material

Development and presentation of educational seminars

Survey analysis - Cost of Doing Business Survey / Wage Analysis, etc.

Services include:

Marketing services

SME’s for new product development

Implementation training for new customers

Upgrade management reports

Operational reporting methods

Process mapping for operations

Services include:

Operational audits to assist struggling clients

Fleet inspections / inventory audits

Due diligence work on start-ups or M&A

Market verifications

Feasibility studies

Fleet valuations

Services include:

Market studies – competition, market segments, etc.

Complete Business Plan

Implementation planning

Guidance in fleet mix and purchasing

Operations Manuals

Employee Training

Guidance in selecting IT operating systems

Feasibility / Budget Planning Tools

Company established in 1996 Highly entrepreneurial leaders in the equipment industry with

average 25 + years experience

International work / completed projects in (30) countries

Clients include major OEM’s and their dealer organizations, privately owned start-up businesses, trade associations.

Project milestone – assisted CAT dealers in South America to open 72 rental locations in 48 months.

Provided assistance to CAT dealers in Europe during due diligence work on acquisitions of CRAMO / Hewden Stewart

Other clients include Bobcat, Terex, ARA, AED, Komatsu

Unique Solutions – What separates our consulting services from the others?

Ability to move quickly

Ability to provide experienced ground personnel (implementation)

Background and experience from a business owners perspective

Background and experience from the customers perspective

Broad industry background results in collaborative approach to solutions

Proven track record - RESULTS!

For more information contact:

Larry Kaye(904) 819-9470

lkaye@scriptintl.com